Senior Director Strategic Sales - Costa Coffee US - Masco Corporation
Atlanta, GA
About the Job
A Costa Strategic Sales Director represents the world's leading self-serve coffee system and presents one of the most exciting brands in coffee to potential new Customers. You are a pioneer and a game changer.
What You'll Do for Us
Develop and convert a sales pipeline in the Travel and or Grocery Channel to achieve sales and OI targets for Costa AFH. * You are responsible for identifying and qualifying customers targets, making customer contacts, developing tailored customer sales presentations consistent with Costa provided tools, presenting to customers, developing sales proposals and converting qualified targets to customers through the installation process; all in line with the budget and business KPIs * You will responsible for managing any pilots with the objective of converting prospects to customers. You are also responsible for ensuing all pilots, contracts and installations meet Costa requirements related to commercial/financial, brand excellence, quality and safety, * Fuel growth for the relevant Costa B2B platforms/ propositions by providing specialist commercial and coffee industry expertise to our Coca Cola NAOU partners and direct Costa Customers in the USA, across the Channels. * Engage with the largest Customers in the US, and in some cases the World and use Coca-Cola contacts to access C-suite contacts to influence Coffee strategy resulting in pilots for Costa Coffee platforms. * The BDL leverages relationships to deliver the Costa B2B agenda within the Customer and coordinating with the other Costa platforms to ensure the Costa brand is executed to the best possible way in the eyes of both the Customer and the Consumer. * Ensure the US Costa business unit meets the ABP targets by working with our partners, internal and external, to ensure best-in-class customer acquisition through SME support, training & driving the sales process. * You are accountable for influencing a Customer's coffee strategy, aligning them to an espresso forward trend. This may involve influencing c-suite Customer teams to amend their Coffee strategy and selling contracts into Customers in various Channels to add experience and pace to progress. * The role holder needs to have strong strategic and commercial acumen, able to provide impactful thought leadership to senior stakeholders, ideally with previous experience launching a product into a new market or channel.
Qualification & Requirements
+ Bachelor's degree in Business or related field
+ 7+ years of experience in defining the strategy and marketing plans to build a brand and the practical experience of commercializing and executing disparate operating models with direct people leadership/management experience.
+ Experience across different functions demonstrating an ability to lead complex businesses and influence key stakeholders (brand management, category management, marketing, e-commerce, sales and operations)
+ Previous experience in a face to face customer sales or operations role calling on senior level buyers, general operations experience and project management experience are all ideal
+ Experience working with data, specifically manipulation and analysis is needed
+ Prior experience in combination of customer facing roles, sales operations, supply chain and bottler relationship management are ideal
+ Must possess a demonstrated ability in delivering transformational initiatives and enabling capabilities for consumer product goods organizations
+ Supply chain metrics, Lean/CI, Six-Sigma, process improvement, collaborative selling, negotiation, project management, portfolio management, performance reporting, beverage industry with strong exposure to warehouse delivery and DSD are all ideal
+ Must be able to communicate a compelling story to motivate and align internal and external clients to achieve a desired outcome
+ The ability to create a strategic plan that addresses customer needs while also driving company profitability is required
What We Can Do For You
+ Iconic & Innovative Brand s: In our portfolio of over 250 products, we offer a variety of widely known & popular brands including Coca-Cola, Simply, Fairlife & Topo Chico.
+ Exposure to World Class Leaders : Availability to global marketing leaders that will expand your network and exposure you to emerging digital platforms and marketing insights.
Skills Business Planning; Influencing; Sales Process; Customer Relationship Management (CRM); Sales Management; Collaborative Leadership; Waterfall Model; Consultative Sales Management; Sales Forecasting; Group Problem Solving; Communication; Operational Assessment; Long Term Planning; Business Development; Solutions Selling
Pay Range:$158,000 - $187,000
Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered.
Annual Incentive Reference Value Percentage:30
Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.
What You'll Do for Us
Develop and convert a sales pipeline in the Travel and or Grocery Channel to achieve sales and OI targets for Costa AFH. * You are responsible for identifying and qualifying customers targets, making customer contacts, developing tailored customer sales presentations consistent with Costa provided tools, presenting to customers, developing sales proposals and converting qualified targets to customers through the installation process; all in line with the budget and business KPIs * You will responsible for managing any pilots with the objective of converting prospects to customers. You are also responsible for ensuing all pilots, contracts and installations meet Costa requirements related to commercial/financial, brand excellence, quality and safety, * Fuel growth for the relevant Costa B2B platforms/ propositions by providing specialist commercial and coffee industry expertise to our Coca Cola NAOU partners and direct Costa Customers in the USA, across the Channels. * Engage with the largest Customers in the US, and in some cases the World and use Coca-Cola contacts to access C-suite contacts to influence Coffee strategy resulting in pilots for Costa Coffee platforms. * The BDL leverages relationships to deliver the Costa B2B agenda within the Customer and coordinating with the other Costa platforms to ensure the Costa brand is executed to the best possible way in the eyes of both the Customer and the Consumer. * Ensure the US Costa business unit meets the ABP targets by working with our partners, internal and external, to ensure best-in-class customer acquisition through SME support, training & driving the sales process. * You are accountable for influencing a Customer's coffee strategy, aligning them to an espresso forward trend. This may involve influencing c-suite Customer teams to amend their Coffee strategy and selling contracts into Customers in various Channels to add experience and pace to progress. * The role holder needs to have strong strategic and commercial acumen, able to provide impactful thought leadership to senior stakeholders, ideally with previous experience launching a product into a new market or channel.
Qualification & Requirements
+ Bachelor's degree in Business or related field
+ 7+ years of experience in defining the strategy and marketing plans to build a brand and the practical experience of commercializing and executing disparate operating models with direct people leadership/management experience.
+ Experience across different functions demonstrating an ability to lead complex businesses and influence key stakeholders (brand management, category management, marketing, e-commerce, sales and operations)
+ Previous experience in a face to face customer sales or operations role calling on senior level buyers, general operations experience and project management experience are all ideal
+ Experience working with data, specifically manipulation and analysis is needed
+ Prior experience in combination of customer facing roles, sales operations, supply chain and bottler relationship management are ideal
+ Must possess a demonstrated ability in delivering transformational initiatives and enabling capabilities for consumer product goods organizations
+ Supply chain metrics, Lean/CI, Six-Sigma, process improvement, collaborative selling, negotiation, project management, portfolio management, performance reporting, beverage industry with strong exposure to warehouse delivery and DSD are all ideal
+ Must be able to communicate a compelling story to motivate and align internal and external clients to achieve a desired outcome
+ The ability to create a strategic plan that addresses customer needs while also driving company profitability is required
What We Can Do For You
+ Iconic & Innovative Brand s: In our portfolio of over 250 products, we offer a variety of widely known & popular brands including Coca-Cola, Simply, Fairlife & Topo Chico.
+ Exposure to World Class Leaders : Availability to global marketing leaders that will expand your network and exposure you to emerging digital platforms and marketing insights.
Skills Business Planning; Influencing; Sales Process; Customer Relationship Management (CRM); Sales Management; Collaborative Leadership; Waterfall Model; Consultative Sales Management; Sales Forecasting; Group Problem Solving; Communication; Operational Assessment; Long Term Planning; Business Development; Solutions Selling
Pay Range:$158,000 - $187,000
Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered.
Annual Incentive Reference Value Percentage:30
Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.
Source : Masco Corporation